destination CRM, March 1st, 2024 — Phillip Britt, technology writer. When managing sales, it’s essential that managers and salespeople know who is calling on which prospects or clients and when. Otherwise, companies could run into serious sales mismanagement issues, such as two salespeople calling on the same clientClient A client is an entity who pays another entity for products purchased or services rendered. Also called a customer., sometimes at the same time, or no salespeople calling on an important client at all.
A big part of the sales managerSales Manager Sales Manager is an executive who leads a sales unit, team or department by setting goals and meeting targets, formulating plans and policies, designating tasks, and developing salespeople.’s role, therefore, has to be calendaring.
It might sound like an easy task, but that’s not always the case.
Calendaring issues go back to when everything was done on paper or white boards (or some combination of the two).
Calendaring has always been a basic concept in most sales methodologies. You want to have some focus on how many interactions you’re having with prospects or customers. The idea is that the more you speak to people, the more opportunities you find to generate business. So sales leaders have always been interested in seeing how many meetings and calls their sales team has.
Calendaring often starts with Microsoft Outlook or Google Calendar, but others opt for different systems due to ease of use, cost, functionality, or personal preferences,.
And with most employees bringing their own mobile devices to work and using them for business, calendars are often isolated on individual smartphones. This, unfortunately, often leads to situations where the right hand does not know what the left hand is doing and where the sales manager does not know what either hand is doing.
When calendaring and CRM systems are integrated, they usually work very well, but many calendaring programs don’t integrate with CRM platforms or they have limited functionality. Who adds that rather than switching between programs, it is easier to have calendaring and other sales and CRM activities within the same program.
Nikolaus Kimla, CEO of Pipeliner CRM
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